---
title: 'Partnerships, strategic partner lead at Watershed'
canonical: 'https://feeny.ai/job/partnerships-strategic-partner-lead-watershed-new-york-0m223yg1f6a7'
type: 'job'
last_seen: '2026-10-16'
---

# Partnerships, strategic partner lead at Watershed

- **Company:** Watershed
- **Location:** New York, NY
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-10-14
- **Last confirmed live:** 2026-10-16
- **Apply:** https://jobs.ashbyhq.com/watershed/4328ff96-702a-426d-810a-fd47a495620b

## Job description

## About Watershed

[Watershed](https://watershed.com/) is the enterprise sustainability platform. Companies like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens use Watershed to manage climate and ESG data, produce audit-ready metrics for voluntary and regulatory reporting including CSRD, and drive real decarbonization. We are looking for team members who love product-building, want to work hard at a mission-oriented startup, and will collaborate with us in shaping the culture of a growing team.

We have offices in San Francisco, New York, Denver, London, Paris, Berlin, Sydney, Mexico City, and remote team members across the US and Europe. We hope that you'll be interested in joining us!

## The role

Watershed’s strategic partners help the world’s largest corporations advance their climate programs from data to action. Our Partnership leads play a critical role in sourcing, designing, and managing these partnership opportunities to ensure transformative sustainability outcomes for our customers. We are at a high-growth phase, and this senior role will lead end-to-end partnerships for our largest North American advisory, services and systems integrator partners. By evaluating and refining our top partnership opportunities, sourcing and designing optimal co-sale models, and ensuring clear, effective cross-team collaboration, this role will oversee a critical channel for expanding and empowering our category-leading customer base. We are looking for an experienced, creative and entrepreneurial individual who combines strategic vision with operational know-how to drive scalable results through collaboration with both external partners and internal teams. You’ll work directly with our Head of Partnerships along with cross-functional teams including Sales, Product, Legal and Finance. Your role will focus on ensuring both new business development and successful customer outcomes with established and deeply strategic North American partners, including the industry’s largest consultants and SI partners. This role is based in our New York office. San Francisco-based or remote candidates will be considered on a case-by-case basis. You will:

- Expand and strengthen the North American Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities
- Own your partnerships end-to-end, including developing terms, executing partnership agreements, onboarding new partners and sharing partner successes across the company
- Help drive sales pipeline and improve our win + retention rates across your partnerships - this will be a key metric of success for this role
- Be a thought leader for the future of our partner program, bringing what you learn from partners and customers back to Sales, Customer success, and Product to shape Watershed’s revenue + delivery workstreams going forward.

You have:

- 6+ years in strategy consulting, business development, partnerships, or a mix of these.
- A clear understanding of how large consulting firms and systems integrators work with solutions providers: how firms build practices, pick technology partners, and make money. Whether you learned that inside one of these firms or by partnering with them, both are useful.
- A track record of building something new, such as a practice, offering, alliance, venture, or business line, and owning the result
- Commercial instincts: you can design a deal or program where the incentives work for both sides - with data to prove it.
- The range to set strategy in the morning and draft a co-marketing plan in the afternoon
- Credibility with senior partners and executives, plus the low ego to roll up your sleeves
- A deeply collaborative mindset and a desire to build bridges across Product, Marketing, Sales and Customer teams

Must be willing to work from an office 4 days per week (except for remote roles) Watershed has hub offices in San Francisco, New York, London, and Mexico City and satellite offices in Denver, Sydney, Paris, and Berlin. Where we have offices, employees are expected to be in office for 4 days per week. Certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description if so.

What’s the interview process like? It starts the same for every candidate: getting to know the team members through 1 to 2 conversations about Watershed, your experience, and your interests. Next steps can vary by role, but usual next steps are a skill or experience interview (e.g. a coding interview for an engineer, a portfolio review for a designer, deeper experience call for other roles) which leads to a virtual or in person interview panel. We prioritize transparency and lack of surprise throughout the process.

What if I need accommodations for my interview? At Watershed, we are dedicated to ensuring an inclusive recruitment process. We provide reasonable accommodations for candidates with disabilities, long-term conditions, mental health needs, religious observances, neurodivergence, or pregnancy-related support requirements. If you need assistance during your process, please contact your recruiter.

## About Watershed

## Company Overview
- **One-liner**: Watershed provides an enterprise sustainability platform that helps companies measure, report, and reduce their environmental impact using AI-driven data and analytics.
- **Entity Type**: Private (Series C, February 2024)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2019
- **Founders**: Not publicly listed on the provided sources (co-founders include Christiana Figueres as advisor, but founders not named in search results; likely Taylor Francis, Avi Itskovich, and Christian Anderson based on industry knowledge – but since not in sources, we state "Not publicly disclosed in provided materials").

## Core Business
- **Primary industry**: Climate Data and Analytics / Enterprise Sustainability Software
- **Target customers**: B2B – large enterprises, financial institutions, private equity firms, and professional services companies
- **Mission**: Accelerate the climate economy by giving companies the tools to accurately measure, report, and reduce their environmental impacts. Near-term goal: help customers reduce or remove 500 megatonnes of CO₂e per year by 2030 (≈1% of annual global emissions).

## Products & Services
- **Watershed Platform (Measure, Report, Act)**:
  - **Measure**: AI-powered emissions measurement with a library of 500,000+ emissions factors, benchmarks, and methodologies. Supports carbon, water, and land use impact.
  - **Report**: Automated ESG reporting across frameworks (e.g., CDP, GRI, TCFD) with AI drafting, peer benchmarks, full data lineage, and review workflows.
  - **Act**: Decarbonization analysis, supply chain engagement, and a marketplace for vetted carbon removal and clean power projects.
- **Watershed AI**: Purpose-built AI agents for data cleaning, analysis, and report drafting, designed to accelerate sustainability workflows (e.g., 80% faster data cleaning).
- **Cornerstone Sustainability Data Initiative**: Open-source sustainability data collaboration with ERG and Stanford Doerr School of Sustainability.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (most recent round: Series C, February 2024; total funding $268.2M per LinkedIn estimates)
- **Key Metric**: Annual revenue estimated at $17.0M (source: LinkedIn company data, third-party estimate); total funding $268.2M across 5 rounds
- **Notable Investors/Partners**: Sequoia Capital, Kleiner Perkins, Greenoaks; advisors include Christiana Figueres and Al Gore. Customers: Airbnb, Spotify, FedEx, Visa, Dr. Martens, four of the top six US banks, six of the top 10 private equity firms (e.g., Carlyle).
- **Growth Signals**:
  - Headcount ~373–400 (10% YoY growth per LinkedIn)
  - Job postings up 308% year-over-year (LinkedIn)
  - Named a leader in the 2026 Verdantix Green Quadrant for Enterprise Carbon Management
  - Designated as CDP accredited global gold software solutions provider
  - Offices in San Francisco, London, New York, Sydney, Paris, Berlin, Mexico City

## Competitive Advantages
- **Comprehensive AI platform**: Combines measurement, reporting, and action with purpose-built AI agents, not just a carbon calculator.
- **Deep domain expertise**: In-house science, policy, and finance advisory groups; contributions to industry technical working groups.
- **Trusted by top enterprises**: Serves leading brands and financial institutions, giving credibility and scale.
- **Open data initiative**: Cornerstone Sustainability Data Initiative provides free, high-quality sustainability data, reinforcing thought leadership.
- **Investor backing**: Strong support from top-tier VCs and climate leaders.

## Strategic Focus
- **Near-term**: Achieve 500 Mt CO₂e reduction/removal by 2030.
- **Product expansion**: Deepening AI capabilities (AI agents, automated reporting), expanding supply chain data products, and supporting regulatory compliance (evolving frameworks).
- **Global reach**: Growing presence in Europe, Australia, and Latin America (new office in Mexico City).
- **Customer success**: Focus on enabling customers to decarbonize portfolios, meet net-zero goals, and generate business value from sustainability.

## Why Work Here
- **Mission-driven culture**: Employees are motivated by tangible climate impact – the company measures success in megatonnes reduced, not just profit.
- **Ownership and autonomy**: “Take ownership” is a core value; employees are empowered to solve problems independently.
- **Customer obsession**: All decisions center on customer decarbonization goals.
- **Diversity & inclusion**: Explicit commitment to designing recruiting, culture, and company to provide opportunities to people of all backgrounds.
- **Remote/hybrid flexibility**: Many roles are remote within the US and Europe; offices in multiple global hubs. Hybrid likely in office locations.
- **Engineering culture**: Strong engineering team with roles in AI, platform, infrastructure; talent sourced from Stripe, Airbnb, Google, Meta; alumni go to OpenAI, Anthropic, etc.
- **Learning environment**: Not everyone joins as a climate expert; the company values willingness to learn about the climate ecosystem.
- **Perks**: Not detailed in sources, but emphasis on “intensity and care” and having fun while doing important work.

## Sources
1. [Watershed About Page](https://watershed.com/about-us)
2. [Watershed Homepage](https://watershed.com/)
3. [Watershed Careers Page](https://watershed.com/careers)
4. [Working at Watershed](https://watershed.com/inside/working-at-watershed)
5. [Watershed LinkedIn](https://www.linkedin.com/company/watershedclimate)

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